Communications Center for Holy Gardens: strategies

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October 29, 2018

Strategies for last Quarter Sales Performance

PAGSASANAY SA TAGUMPAY

Four weeks to go in the quarter, and you’re in a panic because you’re falling short. Missing your quarterly number means no bonus and no bonus means the vacation you want to take your family on is not going to happen.

The pressure is building. Is this you this quarter? Was this you lastquarter? Could this be you next quarter?

Quick — what are the solutions to help you make you number? That’s the question for which you want an answer!

Here are my 10 strategies for making your quarter-end number:

1. Stop trying to hit homeruns and instead go for the singles.

Hitting a homerun is great, but more times than not what comes before the homerun are a lot of strikeouts. The last month of any quarter when you’re chasing your number, you need to be focusing in on singles.

These are the deals you can close much faster. Save “swinging for the fences” for the beginning of the quarter or the start of the year when you have time to recover if the homerun is not going to happen.

2. Target your existing customers.

I see too many salespeople failing to secure the incremental extra business that can come fast from existing customers, only because they never stayed in touch with them. Your existing customers have already bought from you, so they’re comfortable with you. Credit is already set up and they’re ready to buy more, but you need to make the call.

3. Sell the value of time.

Customers may say they want to wait, but a decision to wait means they won’t receive the value of what you have to offer now. Link the value of what you offer to time with a dollar amount.

4. Focus your selling on what you can deliver this quarter.

Getting the big order on inventory you won’t have until next quarter is not going to help you now. Sales managers, this is where you play a key role by keeping your salespeople up to date with what’s available and what’s not.

5. Stay in your sweet spot with your sales efforts!

What I mean is now is not the time to venture into a new industry, a new geography or areas where you don’t already have a presence. That tactic simply is not going to be a good use of your time. Focus on these areas at the start of the quarter, when you have more time to build awareness.

New and Better Strategies for Selling Pre Paid Services and Plans

To : Sales Admin

SBU CMO

Sellers

October 31, 2017

Objectives:

1. To sell 5,000 pis pms packages next year in 2017

2. To save on additional expensive salaries for officers to sell the pre need products

3. To boost CMS sales

Reality background:

1. We had disappointment with JI and BQ, We spent P60,000 on Tamondong and P80,000 on JI (who even staged a war vs us). Ms. Jimenez is not clear on joining. We cant gel with experienced sellers from the outside

2. Mr. BQ a senior wanted to join would have allowance but would need a lot of resources and would bring in former employees of LMP (who are also limited and with different mindsets) He has miniscule targets;

2. We were able to sell a number of pis nearly 600. for the 2nd quarter without additional investments

What we can do?

As Asec Densing has suggested, we just piggy back the memorial plans: interment service and funeral service with out sales efforts;

Strategies:

1. For the PIS (which shall be marketed as addendum)

1. Stop the sales of PIS 12.3 even as part of package by December 2017

Only at need P14,900 Interment Service shall be available

2. Adjust prices of IS

At need now At need by December

DLX 23t shall be 28,750*

LXury 26 shall be 32,500*
subject to review

2. With the increase improvements must be made in

1. Tributes are must

2. Funeral pack 2x in budget

3. Dagdagan chairs

4. Gandahan tribute

5. 2x ang merienda after interment

6. Magbigay ng corona maski P500.00

. 3. The customer can save if they buy prepaid interment services on a package with either the regular plots or special plots we are selling in the future. Not available to previous buyers by 2018

Those who are previous plot buyers can still buy at the old PIS price of P23,000 and P26,000 until December 2017

B. For chapel memorial service (funeral service)

The #memorial experts

Our customers can start buying in packages. Because of small monthly for plots and service, having plots and services even become more affordable. You have everything at your fingertips when you need them

And there is a promo:

1. 2 in 1 package (plots + Interment Service

Promo - FREE one month amortization

Packages:

a. 2 in 1: Plots + PIS Available in all Holy Gardens SBU

TLP Monthly

Thus say: Plot - 36,000 750.00 (600.00 only until December)

23,000 480.00

Total 59,000 1,230.00 (Only 1,080 if bought in 2017

Free one month amortization

2. 3 in 1:" Plots + PIS + White Rose:

(3 docs: PPA for plots, Addendum for PIS, , PPA for white rose)

Total package:

TLP, TPP Monthly

Plot 36,000.00 P750.00 (600 up to December 2017)

PIS 23,000.00 480.00

White Rose 30,000.00 625.00

89,000.00 1,855 (P1,684 up to December 2017
SAVINGS OF P200.00 or P12,000

Special offer - FREE one month amortization!

For the sellers: COMMISSION COMPUTATION

Plot 36,000 750.00 (600 lang bilang excluded) 2,949
interest
PIS 23,000 480.00 2,010

PMS 30,000 604 2,610
Total 7,569/12 =

630.75

Review of Leadership Marketing and Management Principles

Memorandum:

TO : CC, MLM, AB

Subject: Conversations by Leaders on Marketing, Management and

Leadership

We are to hold a two day conference on ___________________at ____________among the 3 of you

Objectives:

1. To increase productivity and efficiency of heads

2. To increase capacitation of leaders to:

1. To recruit and train subordinates

2. To beautify park

3. Surprise and delight with better CS

4. To increase sales

3. To develop high caliber managers/leaders

DAY 1

1. Attitude is everything

PIC

Seize the day

The secret

Positive Mental Attitude

You are born champion

Love what you do and do what you love - Passion

Life of Steve Jobs

2. Integrity

Honesty

Keeping your word

On being faithful

Jesus Heals the Roman Soldiers servant

Sino ako

3. Power point on Self Development (personal mastery)

It is insanity to do same things and expect different results - January 18, 2007 memo

Learning to Do - Execution

Three fold duties

Tools used before doing

Tools used while doing

Tools used after doing

Learning to think

4. Goal Setting

5. Time management

Prioritization

Tools:

planner

white board/post it

cell phone/android

Logic

Facts not data

Day 2:

1. Our new products and services:

CMS

iMP

Packages

2. Infrastructures:

1. Abstracts:

1. Memorial Park

2. iMP and Packages

Packages:

At Need

Pre Need

3. CMS

4 Interment

2. Forms

1. PPA

2. Addendum

3. Reports

4. ID and Certificate of Ownership and Full Payment with Deed of Sale at the back

CORPORATE PLAN (please obtain a copy for the sbu

Review of Strategies

1. Sales and cash flow targets

Plots

CMS

Plans - iMP packages

Chart of Accounts/Accounting Entries

2. Marketing plan

Product

Price

Promo

Ad making

Brochures

Blogs, twitter, FB other social media

Placement

1. Recruitment

2. Training

Recruit for the day and train for the week

3. Incentives

CONDUCTING A SALES MEETING

3. CAP EX

1. Developments:

Roads/walls

Irrigation

Chapel

Electrical

Wifi

4. Innovation

Interment service: motif, music,flowers, ceremonies, priests

Funeral service:

1. Mercy and compassion

2. Package for the indigent

Murang BC

Free infant burial

3. QR codes/wifi

4. One stop shop

5 Themes for FS/CMS

5. Brochures

3. How do they come together:

To sell memorial plots you need

Interment service; to sell interment service

You need chapel memorial service

You can only sell memorial service if you have funeral service

You can have easy CMS if you have memorial plan.

PRE NEED PREPAID PLANS PUSH THESE PRODUCTS

Advantages.

4. Finance

Cost reduction

Treasury management

Collection

Bank balance

Abstract

Inventories:

FFE

Plots

Materials

5. Operations:

1. Quality

2. 5s

3. TPM

4. Six Sigma

5. Timwood

6. TRT/logbook

7. Maintenance logbook

8. Security (locks and security guards)

9. Landscaping

10 Irrigation

11. Warehousing

12. Work scheduling

13. Projects:

Vertical gardens

Tree planting cum name for the dead

Herbal gardens

Waterfalls

Fountains

Zen gardens (see JorgeusLandscape

FB Page Jorgeus Landscape

reference: Holy Gardens Community

6. HR:

1. Recruitment

2. Interviewing/requirements

3. Training/exams/certificate of training

4. Wage and salaries administration

5. Benefits: leaves, OT, Pag IBIG Philhealth

6. Performance evaluation

7. CCD

Format:

1. Shared discussion/panel discussion by participants. Meaning they have to research and present

2. Role playing workshops

Jorge

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

Please view the following sites of Holy Gardens group and share

Holy Gardens Memorial Plan (proposed)

Holy Gardens Memorial Packages

Holy Gardens Memorial Plots

Holy Gardens Chapel and Memorial Services

CONFIDENTIALITY NOTICE/disclaimer: The information contained herein is strictly confidential in nature and is the property of Holy Gardens Group and intended only for the intended recipient and its reuse,reprinting or taking action other than the intended party is strictly prohibited. Holy Gardens assume no responsibility liability arising from such unauthorized use.

RRURAC: Read, Respond, Understand, Reflect, Apply and Check

BIDDA: BELIEVE INSPIRE DREAM DO ACHIEVE

Google.com+/HolyGardensGroup

December 28, 2014

VM Strategic Objectives of Memorial Plan and Chapel and Memorial Services

The following are the proposed Vision and Mission statements for both the Holy Gardens Plan and Chapel and Memorial Services:

1. Vision: To provide affordable memorial plans to one out of every 5 homes in the country.

"Every Juan (one) must have a memorial plan

2. Mission:

1. To provide unique and unforgettable memorialization services

2. To provide affordable memorial services to every one (with the P20 and P35 packages)

3. To assist the indigent in their memorial needs through free infant caskets, 10 to 12t services and help desk contributions from the Memorial Park, Chapel and Memorial services.

The HGMP Interment service, Chapel Memorial Service and Memorial Plans are tasked with making regular quarterly contribution of 3% of their gross profit

3. Strategic Objectives:

1. To reach P500.00 million plans in force in 3 years time, P1.00 billion in 5 years time

2. To be in 10 major cities/areas and highly populated areas in the next 5 years:

1. San Fernando La Union (and Bauang, Agoo area)

2. San Carlos City (Calasiao, Dagupan, Malasiqui, Sta Barbara)

3. Calamba, Sta Rosa, Los Banos, Sto Tomas Batangas

4. Calapan City

5. Oton (Iloilo City) Arevalo, Villa, Molo

6. Imus, Silang Dasmarinas Area

7. San Pablo, Sta Cruz, Pagsanjan

8, Cainta, Angono, Binangonan Taytay Area

9. Tarlac

10. Pampanga

11. Bicutan, Taguig, Pasig, Pateros Area

3. To be no #2 Memorial Plan in the country

Strategies: ( for Memorial Plan)

1. Utilize the current resources of HGMP; to piggy back for admin, finance, hr requirements

2. Sell to current HGMP customers utilizing CSS and Sales executives,

offer regular commission to SE and 15% of collection on the first year to all Holy Gardens Staff

3. Organize MP sales force; CC could be the Regional Sales Director for the Calamba, Cavite area; VS could be the RSD for Region 1. Award . 005 orc for RSD

4. Enter into non Holy Gardens Memorial Park through mortuary servicing agreement with generous and prompt payment option. A royalty of 1 to 5 years could be offered between 1-3% of net price to whoever can close (Plan will pay) for the next 3 years.

5. Enter into jv and franchising 3rd until 5th year

6. Build own chapel from 6th year onwards preferably with columbarium and crematorium

Jorge S

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

Please reply. CCD 2.27

RRURAC: Read, Respond, Understand, Reflect, Apply and Check

BIDDA: BELIEVE INSPIRE DREAM DO ACHIEVE

Google.com+/HolyGardensGroup

January 15, 2014

Hiring strategies to fill in vacancies

Memorandum:

TO : All

Draft

Subject: Hiring Strategies

Background:

The coming of BPO and call centers ushered in competitive hiring practices as higher than usual hiring rates, on line recruitment, signing bonus, job fairs etc. The cost to hire per at Transcomm is at P10,000 per and the the attrition rate is still at 10% per month. The signing bonus is being abused.

Objectives:

1. To fill up the vacancies

2. To get qualified for NSS (Calamba, Panga, La Union, and Oton may qualify

What:

1. The NSS - what comes first the chicken or the egg?

2. Referral fee of P500.00 for someone hired (who lasts at least 3 mos) by agents and staff

3. PESO posting at the service area.

4. Local facebook posting.

5 Signing bonus of P2,000. - P500.00 upon passing the training, and P1,500 on the sixth month

Let us get that hiring accomplished

Hire actively. HIre for the day and train for the week.

Jorge US

Holy Gardens Group

CONFIDENTIALITY NOTICE/disclaimer: The information contained herein is strictly confidential in nature and is the property of Holy Gardens Group and intended only for the intended recipient and its retransmittal , reuse,reprinting or taking action other than the intended party is strictly prohibited. Holy Gardens assume no responsibility liability arising from such unauthorized use.

RRURAC: Read, Respond, Understand, Reflect, Apply and Check

BIDDA: BELIEVE INSPIRE DREAM DO ACHIEVE

Google.com+/HolyGardensGroup